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Bob Apollo

Is problem knowledge more important than product knowledge?

Bob Apollo - 7 May 2024

This article was first published in the May edition of Top Sales Magazine. You can subscribe by clicking the link at the bottom of this article. It’s … [Read more...] about Is problem knowledge more important than product knowledge?

Revisiting the role of trust in sales

Bob Apollo - 24 April 2024

The latest edition of the International Journal of Sales Transformation focuses on the critical role that trust plays in sales. Here's my … [Read more...] about Revisiting the role of trust in sales

Has role specialisation in B2B selling gone too far?

Bob Apollo - 21 December 2020

Largely inspired by the work of Frederick Winslow Taylor, and made real by Henry Ford and others, the age of mass production introduced the concept of … [Read more...] about Has role specialisation in B2B selling gone too far?

A New Year Resolution: eliminating wasteful sales behaviours

Bob Apollo - 18 December 2020

This is the time of year when most of us would benefit from some quiet reflection on what we’ve learned during 2020, and how we intend to apply … [Read more...] about A New Year Resolution: eliminating wasteful sales behaviours

Creating collective value through customised value

Bob Apollo - 11 December 2020

I recently made what I hope was a compelling case for creating a customer-specific unique value story for every significant customer opportunity. I … [Read more...] about Creating collective value through customised value

Why do so many trials end up as tribulations?

Bob Apollo - 7 December 2020

I want to give Dave Kurlan of Objective Management Group the credit for stimulating this article. I’ve added a link to his original piece … [Read more...] about Why do so many trials end up as tribulations?

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